Shows
Ain't My First Mortgage PodcastMISMO’s Brian Vieaux Sets the StandardToday Skip welcomes Brian Vieaux, president of MISMO (Mortgage Industry Standards Maintenance Organization), a nonprofit that creates mortgage data standards so technologies can exchange loan data seamlessly. Brian explains MISMO’s recent Mortgage Compliance Dataset, developed over two-plus years after parallel requests from CSBS regulators and a large 50-state lender to standardize state audit data requests; vendors are now building solutions on it to help regulators and reduce lender costs. He discusses MISMO’s small staff, industry workgroups, funding via vendor membership and a voluntary lender Innovation Investment Fund, and adoption challenges, especially legacy platforms versus newer AI-focused star...
2026-03-1222 minAin't My First Mortgage PodcastMBA Education, Future Leaders, and the Value of the CMB with David UpbinToday on the show, Skip welcomes David Upbin, VP of Education and Strategy at the Mortgage Bankers Association, discusses MBA education offerings supporting single-family and commercial/multifamily professionals, noting commercial knowledge is important even for residential-focused institutions. He highlights key programs including School of Mortgage Banking, School of Loan Origination, and the oversubscribed CMB Future Leaders program tied to the National Advocacy Conference. He and Skip discuss new workforce-pipeline efforts through Mortgage Banking Bound, including executive certificate programs (Barry University, Middle Tennessee State, and planned University of Oklahoma) and accredited undergraduate c...
2026-03-0419 minAin't My First Mortgage PodcastSteve Beecham-Relationships, Referrals & Building a Lasting Mortgage BusinessToday Skip welcomes Steve Beecham, a 30-year mortgage veteran, Alpharetta’s oldest mortgage broker, author (4 books, latest: A Few Big Ideas), small boutique brokerage with his son, and a speaker/coach.Steve shares how he accidentally found a career in mortgages, built a referral-driven, low-volume/high-quality business, and intentionally lives the motto “help first.” He explains practical networking habits (real-life and digital), mentoring younger loan officers, using content/video to grow presence, and why human guidance remains essential despite online tools and AI.Episode Highli...
2026-02-2520 minAin't My First Mortgage PodcastHow LOs Can Win with Non-QM Lending in 2026, DSCR Growth, Fraud Hotspots, and More with Paul Sushereba of MLB WholesaleToday on the show, Skip talks with Paul Sushereba (MLB Wholesale/Retail non-QM lead; mortgage since 2010, based in Dayton, OH) about what non-QM is and where it’s headed. Paul explains non-QM’s two main lanes: DSCR business-purpose investor loans and alt-doc options for self-employed/complex income (bank statements, P&L, 1099). He stresses non-QM is not subprime and often features strong borrowers. Trends include expanding offerings, more secondary-market interest, and growing pains: geographic lending limits and fraud in markets like Philadelphia, Baltimore City, Indianapolis, and caution in Memphis (occupancy and appraisal/cash...
2026-02-1820 minAin't My First Mortgage PodcastBreaking The Mortgage Mold with Kayla KallanderIn this episode of Ain't My First Mortgage Podcast, Skip welcomes back former co-host Kayla Kallander. As a seasoned mortgage lender with a decade of experience, Kayla shares her rise to success, setting new personal records in 2025 with $43 million in loans. She discusses the importance of strong systems, consistency, and leveraging social media for business growth. Kayla emphasizes the value of being authentic online and offers practical advice for loan officers looking to enhance their social media presence. The episode wraps up with some trivia about Kayla’s home state.Epi...
2026-02-1223 minAin't My First Mortgage PodcastThe Mortgage and Title Industry Connection with Heather AratoIn this episode of Ain't My First Mortgage Podcast, Skip welcomes Heather Arato from the Einfach Group. Heather discusses her role in optimizing efficiencies for title companies and lenders, highlights her involvement with Women in Title, and addresses some of the challenges within the industry including scalability issues and fraud. She also shares her inspiration for Title Talk Tuesday and underscores the importance of collaboration between the mortgage and title worlds. The episode “raps” up with Heather's taking on some 90s rap trivia.Episode Highlights:00...
2026-02-0422 minAin't My First Mortgage PodcastSkip is Going Unscripted!In the first of these style episodes, Skip discusses industry news and talking points that are important to know.
2026-01-2113 minAin't My First Mortgage PodcastMeet the Prez! ACUMA, Credit Unions and Mortgage in 2026Welcome to the first episode of Ain't My First Mortgage Podcast, with our host Skip Willcox! Today, Skip welcomes Peter Benjamin, President of the American Credit Union Mortgage Association (ACUMA). They discuss Peter's personal and professional background, ACUMA's events and initiatives, and the organization's focus on improving access to educational resources for credit union mortgage professionals. Peter shares insights on the mortgage industry in 2026, the strategic use of secondary markets by credit unions, and the industry's outlook. Episode Highlights:00:00 Welcome to Ain't My First M...
2026-01-1417 min
Productive JoyTurn Time into Treasure and More From Peggy Sullivan & Skip WillcoxIn this episode of Productive Joy, the recap, Dr. Christie looks back on key insights for time management from her guests, Peggy Sullivan and Skip Willcox. Both keynote speakers and coaches discuss the importance of intentional time use and overcoming the knowing-doing gap. Dr. Christie shares personal experiences about balancing multiple responsibilities, emphasizing the value of 'stealing moments' and power sessions. She highlights the OUTPACE framework from Skip, focusing on organization, empathy, time management, and controlling emotions, and challenges listeners to harness their 'green zones' and celebrate small achievements to boost productivity.E...
2025-08-3009 minProductive JoyHow to OUTPACE Your Competition with Skip WillcoxJoin us on Productive Joy as Dr, Christie introduces Skip Willcox - an entrepreneur, mortgage professional, podcast host, and devoted dad. Skip shares his path from graduating with degrees in economics and political science at University of Georgia to embracing coaching and starting Kairo Sales Group. He emphasizes his OUTPACE acronym (Organization, Understanding, Time Management, Positivity, Active Listening/Adaptability, Controlling Emotions, Education) to enhance productivity and joy in personal and professional life. Skip drills home the advice on taking leaps towards your passion and always being a learner.Find more about Skip...
2025-08-2624 min
The Big Skip Energy PodcastThe Final EpisodeJoin Skip for one last hurrah on the show. He shares some memories and personal insights as well as some actionable information/advise. Plus, an announcement!
2025-08-1514 minThe Big Skip Energy PodcastHarnessing Productive Joy at Work with Dr. Christie McMullenIn this episode of Big Skip Energy, Skip is joined by Dr. Christie McMullen, who helps people make work fun to prevent burnout and increase productivity. Christie shares her insights on how to create a better workspace, emphasizing the value of joy, appreciation, and leveraging talents. She and Skip discuss the significance of intentionality, the importance of aligning passions with talents, and how to properly train and equip employees. Christie also talks about her book, 'Learning Can Stick,' and methods for improving team dynamics.
2025-07-2928 minThe Big Skip Energy PodcastBe Different, PLEASE! with Steve RichmanIn this episode of Big Skip Energy, Skip welcomes back Steve Richman, a seasoned professional in the mortgage and real estate industry. Steve shares insights from his extensive career, including speaking in all 50 states and addressing over 750,000 professionals. He and Skip talk about the importance of differentiating yourself from the competition, identifying personal strengths, and maintaining connections in a shifting industry landscape. Steve emphasizes the need for truly understanding your motivations, setting micro-goals, and fostering a strong referral network.
2025-07-2434 minThe Big Skip Energy PodcastConsistency Counts with Felisha Junge of Green State Credit UnionIn this episode of the Big Skip Energy podcast, Skip welcomes Felisha Junge, an LO with over 20 years of experience. Felicia shares insights on her longstanding career at Green State Credit Union in Cedar Rapids, Iowa, where they are consistently hitting over $100 million annually. She discusses the importance of consistency, building trust with realtor partners, and the advantages of in-house loan products. Felisha also tells some secrets about her social media strategy, the value of personalized customer service, and her unique background, including her German heritage.
2025-07-1821 minThe Big Skip Energy PodcastSales, Self-Worth, and Success with Cynthia BarnesToday on The Big Skip Energy Podcast, Skip welcomes Cynthia Barnes back to the show to share her sales wisdom and insights. As the first black woman to keynote a national sales conference and founder of the National Association of Women's Sales Professionals, Cynthia discusses her impactful talks on the confidence-quota connection, her transformation through healthy living, and the significance of knowing one's worth in sales. She and Skip also get into strategies for maintaining confidence, effective communication, and how intrinsic motivation is the game-changer for sustained success.
2025-03-0630 minThe Big Skip Energy PodcastDon't Be a Crappy Vendor Plus Networking Tips with Alayna GardnerToday Skip brings you an episode packed with useful information to make 2025 more productive and profitable. He is joined by Alayna Gardner, Director of Revenue at LodeStar Software Solutions, and they discuss the exciting news of LodeStar starting a title company called SettleWise, and her role in sales and marketing. She and Skip dig into the value of trade shows, effective networking strategies, the importance of customized outreach, the significance of balanced trade show participation, and the impact of maintaining a clean, targeted email database. Alayna also shares insights on LinkedIn content creation and the need for m...
2025-02-2430 minThe Big Skip Energy PodcastHuman Versus Machine: Mortgage and Tech with Adrienne HolmesWhether you've been in the mortgage industry for decades, or you're just starting out, today's episode is extremely valuable. Skip welcomes Adrienne Holmes, Vice President of Sales at Highland Mortgage. Adrienne shares her 30-year journey in the mortgage industry, discussing challenges, mentorship, and the importance of adaptability. They dig into the relevance and impact of AI and technology in modern mortgage operations, the need for genuine human interaction with clients, and the critical role of resilience in overcoming industry and personal adversities. Adrienne emphasizes the value of a new generation joining the industry and the importance of evolving practices...
2025-02-0448 minThe Big Skip Energy PodcastNon-QM: Not Your Grandpa's Alt Doc Lending with Wendy LicisWhat thought pops in your head when you think about a non-QM loan? There are definitely some misconceptions out there, but fear not, Skip is here with a guest that will explain just how versatile and wide-ranging these loans can be, and why that means more opportunity for you. Wendy Licis, SVP of Non-QM Production at Kind Lending joins the podcast today. Wendy is a seasoned professional in the mortgage lending field with 35 years of experience. She and Skip discuss the ins and outs of non-QM (non-qualified mortgage) loans, debunk common myths, and highlight their importance for b...
2025-01-2929 minThe Big Skip Energy PodcastStrategic Selling with Meredith Moore and Laura WitteIn this episode of the Big Skip Energy Podcast, Skip welcomes financial advisor Meredith Moore and mortgage originator Laura Witte. Meredith shares her inspiring story about beating cancer and moving on to be one of the top financial advisors in the country. And Laura talks about the challenge of having to start over again financially after the housing crash. The group discusses the importance of building meaningful referral networks, scaling businesses, and how core values impact professional relationships. Laura and Meredith also share their strategies for handling challenging clients and empowering women in their respective industries, while h...
2025-01-1546 minThe Big Skip Energy PodcastHelp Others See and Achieve What They Didn't Think Was Possible with Mark HunterHappy New Year and welcome to a new season of The Big Skip Energy Podcast! Today Skip is kicking it off in a big way with legendary sales expert Mark Hunter, AKA, The Sales Hunter. Mark begins with some amazing stories of his entry into sales and his philosophy that sales is a lifestyle, not just a profession. He emphasizes the importance of building authentic relationships and referrals in the sales industry, provides tips on goal setting and business planning, and discusses the role of AI in enhancing research capabilities for salespeople. He and Skip offer practical a...
2025-01-0836 minThe Big Skip Energy PodcastMaking Changes and How to Win in 2025 with Connor BartleyIn this episode of the Big Skip Energy podcast, Skip welcomes back Connor Bartley, National Recruiting Manager at Lower, to discuss the current state of mortgage recruitment, the importance of personal branding, and innovative strategies for success. Connor emphasizes finding the right company culture, long-term growth over short-term incentives, and the critical role of a supportive ecosystem. He shares the story behind his recent career move and offers valuable advice for loan officers considering a change. This is a not miss to start off your 2025.
2024-12-3134 minThe Big Skip Energy PodcastHow To Win More in 2025 with Connor BartleyIn this episode of the Big Skip Energy podcast, Skip welcomes back Connor Bartley, National Recruiting Manager at Lower, to discuss the current state of mortgage recruitment, the importance of personal branding, and innovative strategies for success. Connor emphasizes finding the right company culture, long-term growth over short-term incentives, and the critical role of a supportive ecosystem. He shares the story behind his recent career move and offers valuable advice for loan officers considering a change. This is a not miss to start off your 2025.
2024-12-3124 minThe Big Skip Energy PodcastIt's All in Your Head-Strategies for Sales Success with Amy FrankoToday on the Big Skip Energy Podcast, Skip welcomes Amy Franko, a veteran sales expert and author. Amy shares insights from her start in corporate America, working with IBM and Lenovo, to becoming an entrepreneur and sales consultant. She and Skip discuss crucial sales strategies, the importance of focusing on the right customers, and the mental shift required in transitioning from a large organization to entrepreneurship. Amy also gives valuable tips for sales planning, the significance of referral relationships, and offers a downloadable business planning template for listeners.
2024-12-1724 minThe Big Skip Energy PodcastBuilding Trust and Growing Mindshare in Your Markets with Malik WilkesToday Skip welcomes Malik Wilkes to discuss his extensive experience and involvement in the mortgage industry. Malik shares his not so unique story about stumbling into the mortgage field, from planning a career in law to becoming the lead of the mortgage origination team at a credit union. He emphasizes the importance of financial literacy, industry education, and community involvement. They also talk about strategic approaches credit unions can adopt to promote their mortgage services, and listen to Malik’s holiday preferences in an entertaining 'this or that' segment.
2024-12-1022 minThe Big Skip Energy PodcastBuilding Trust in Your Market and Capturing Mindshare with Malik WilkesToday Skip welcomes Malik Wilkes to discuss his extensive experience and involvement in the mortgage industry. Malik shares his not so unique story about stumbling into the mortgage field, from planning a career in law to becoming the lead of the mortgage origination team at a credit union. He emphasizes the importance of financial literacy, industry education, and community involvement. They also talk about strategic approaches credit unions can adopt to promote their mortgage services and listen to Malik’s holiday preferences in an entertaining 'this or that' segment.
2024-12-1023 minThe Big Skip Energy PodcastGet Yourself a Damn Realtor! The Real Value of Top Buyer's AgentsIn this episode of the Big Skip Energy Podcast, Skip welcomes back Laura Witte, a loan officer with Highland Mortgage, and two new faces, Chelsea Monaco Carlis and Gabby Hines from the Anna K InTown real estate team in Atlanta. With all the recent changes for agents, the group dives into the critical role of buyer's agents, the importance of local partnerships and how buyers and sellers can ensure they are working with an agent who will deliver for them. They talk about the intricacies of the home-buying process, including the benefits of bridge loans and HELOCs.
2024-12-0337 min
On The Edge Podcast with Scott GrovesSkip Willcox Explains How Wholesale Mortgage Business Really WorksReady to dive deeper into raw, unfiltered stories? Subscribe today for exclusive contents and upcoming episode alerts of the www.OnTheEdgePodcast.com
In this episode, mortgage industry veteran Skip Willcox opens up about his journey from loan origination to wholesale leadership. Between displaying his impressive Star Wars collection and sharing invaluable mortgage insights, Skip breaks down the complexities of wholesale lending and reveals how he transformed years of experience into a thriving sales training business.
Don't miss this power-packed hour where we tackle the distinctions between retail and wholesale mortgages, broker relationships, and how mortgage professionals can leverage their...
2024-10-3151 minThe Big Skip Energy PodcastReal Estate Today: 2 Markets, 1 Solution with Laura Witte and Mark JonesSkip is here to drop some knowledge today with Laura Witte from Highland Mortgage and Mark Jones, CEO of Keller Williams Atlanta,. They delve into the complexities of the current real estate market, from the importance of local expertise and the shift to a skills-based approach to navigating commissions and securing successful transactions. They address election season dynamics, the risks of for-sale-by-owner deals, and the crucial role of professional agents in mitigating fraud and negotiating advantageous deals.
2024-10-1834 minThe Big Skip Energy PodcastReal Estate Today: 2 Markets, 1 Solution with Laura Witte and Mark JonesSkip is here to drop some knowledge today with Laura Witte from Highland Mortgage and Mark Jones, CEO of Keller Williams Atlanta,. They delve into the complexities of the current real estate market, from the importance of local expertise and the shift to a skills-based approach to navigating commissions and securing successful transactions. They address election season dynamics, the risks of for-sale-by-owner deals, and the crucial role of professional agents in mitigating fraud and negotiating advantageous deals.
2024-10-1829 minThe Big Skip Energy PodcastBe A Mortgage Hurricane with Bryan LovellWe have all faced some tough times in the industry, and Skip's guest today, Bryan Lovell, is no exception as he started his career in 2007. Bryan is a mortgage retail sales leader with Highland Mortgage. He and Skip discuss the current ups and downs of the mortgage business, and Bryan shares his experiences starting in a very challenging market, the importance of maintaining a proactive mindset amidst economic challenges, and effective strategies for building and maintaining real estate referral partnerships. He stresses the importance of building personal connections alongside detailed business planning, Brian offers advice for both new and s...
2024-10-1129 minThe Big Skip Energy PodcastBanking on the Future with John McNairOn today's episode, brought to you by Highland Mortgage, Skip welcomes John McNair, President and CEO of the Community Bankers Association of Georgia. They discuss his history in the banking industry, the importance of community banking, and his experience with advocacy and education. John highlights the tech advancements in community banking, the association’s legislative accomplishments, and the ever-changing role of education in combating fraud. He also shares how his passion for martial arts and golf help to shape his leadership style.
2024-10-0333 minThe Big Skip Energy PodcastNavigating NAR-What the Public and Professionals Need to KnowIn this episode of the Big Skip Energy Podcast, sponsored by Highland Mortgage, Skip welcomes Laura Witte from Highland Mortgage and veteran real estate agent Weslee Knapp, Owner at KellerKnapp. They share their extensive experience in the real estate industry, discuss the implications of the recent NAR settlement, and offer valuable advice for both consumers and real estate pros. They talk with Skip about the importance of transparency, good fundamentals, early investment in property to create long-term wealth, and give actionable insights and reassuring perspectives during times of change in the real estate market.
2024-09-2638 minThe Big Skip Energy PodcastSell Your Way In with Kristie JonesToday Skip welcomes Kristie Jones, a sales consultant for early-stage B2B SaaS startups. She tells her story about her start in corporate America and transition to self-employment. Kristie explains how her entrepreneurial background inspired her to help founders transition from founder-led selling to building robust sales processes. She and Skip discuss the importance of finding the right sales role, leveraging sales superpowers, and staying adaptable in a dynamic sales environment. Don't miss her new book, 'Selling Your Way In,' the blueprint for sales professionals to control their income and life.Find more about Kristie
2024-09-1927 minThe Big Skip Energy PodcastBuilding Grassroots Change and The Role of MAA in Mortgage Advocacy with Ashley YarabinecIn this episode of the Big Skip Energy Podcast, Skip welcomes Ashley Yarabinec, CMB, AMP, the Director of Member Relations for the Bankers Association. They discuss the Mortgage Action Alliance (MAA) and its significance in mortgage industry advocacy. She explains how industry professionals can get involved, the tools available for advocacy, and shares success stories of impactful campaigns. Ashley also highlights the upcoming Advocacy Conference in Washington D.C. and the 'Advocacy in August' campaign, showing just how important grassroots efforts are in shaping legislative priorities.
2024-08-1415 minThe Big Skip Energy PodcastSmart Social Media Strategies for Real Estate Pros with Michelle Berman MikelIn this episode of the Big Skip Energy Podcast, Skip welcomes Michelle Berman Mikel, CEO of Berman Media PD. Her background in fitness and competitive swimming translates into high competitive energy in the world of social media coaching for real estate agents and mortgage professionals. She discusses her company services and goals, and offers tips on effective social media prospecting and content creation, emphasizing authentic connections over passive marketing.
2024-08-0632 minThe Big Skip Energy PodcastDon't Suck as a Sales Manager (plus more topics)The one and only Susanna Gray Jones returns to the Big Skip Energy podcast to share her story from education recruitment in England to starting a business in Dubai. Susanna and Skip discuss the challenges of sales management, effective recruitment, the importance of clear communication and accountability, and the significance of treating employees with dignity, even when parting ways.
2024-06-2125 minThe Big Skip Energy PodcastTaking Flight in The Mortgage Industry with Mark MilamToday Skip welcomes Mark Milam, former airline pilot and current President of Highland Mortgage. He talks about his transition from aviation to the mortgage industry, and discusses the importance of persistence, nurturing client relationships, and effective communication strategies. Learn how Mark overcame challenges, adapted his skills, and built a successful mortgage company from the ground up
2024-06-1418 minThe Big Skip Energy PodcastPeak Human Performance in the Mortgage Industry with Dr. Bruce LundToday Dr. Bruce Lund joins the Big Skip Energy Podcast to discuss his background in human performance, his transition into mortgage coaching, and launching his coaching business, 90 Day Sales Manager. He gives insights on building confidence, returning to basics, thriving in the mortgage industry, and embracing unique individual experiences and strategies for bank and credit union loan officers to succeed.
2024-06-0528 minThe Big Skip Energy PodcastRecruiting the Best Loan Officers Isn't as Easy as Pie with Connor BartleyIn this dynamic market, it's important to hire loan officers that are focused on solutions. And no one knows this better than Skip's guest today, Connor Bartley is a Senior Business Development Partner at Loan Depot. He and Skip discuss recruiting mortgage loan officers, especially in challenging markets. They discuss the qualities to look for in candidates, strategies for talent acquisition, and the importance of maintaining relationships with past clients. Connor also shares insights on handling rejection and the significance of finding the right fit for both recruiters and loan officers.Connect with Connor here
2024-05-2823 minThe Big Skip Energy PodcastWeathering Market Fluctuations and Brewing Distinctive Libations with Rick RoqueSit back, maybe pop open a cold one, and listen to Skip and his guest Rick Roque dish out some market insights. Rick is a mortgage industry pro with over two decades of experience. He explains his beginnings in technology and transition into the mortgage business. He and Skip discuss insights on market cycles, strategies for mortgage professionals in current market conditions, the importance of adapting and pivoting, social media strategies and the significance of down payment assistance programs. Rick also talks about his new venture into the brewery business with Censored Monkey Brewery, and the creative way they...
2024-05-1724 minThe Big Skip Energy PodcastShe Blinded Me With... Technology and Strategy in the Mortgage Industry with Liz ShortToday Skip welcomes Liz Short, a strategy and technology consultant with over 22 years of experience in the mortgage industry. They discuss the importance of leveraging technology and modern sales approaches to optimize business processes. She explains how loan officers can use tech to enhance their efficiency, manage customer relationships, and navigate the ever-changing mortgage industry.
2024-05-0824 minThe Big Skip Energy Podcast$1.5 Billion and Counting-Growing in a Down Market with Laura WitteToday Skip and Kayla welcome Laura Witte, a seasoned loan officer and co-owner of Highland Mortgage, to discuss her impressive 25-year career in the mortgage business. As someone that has closed over a billion and a half dollars in loans and is one of the top five producers in Georgia, she knows a thing or two about delivering for homebuyers. Laura describes 2023 as the hardest year of her career, even harder than the market crash, but emphasizes the importance of mindset, decision-making, and hustle in overcoming adversity. Skip, Kayla and Laura discuss adapting to the tough market b...
2024-03-2128 minThe Big Skip Energy PodcastDon't Let the Grind Ground You DownKevin Ducey, VP of Business Development for Kama Insurance, joins Skip and Kayla on today's episode. He discusses his time in the mortgage and insurance industries, the importance of building relationships, and creating generational wealth through homeownership. Kevin shares his view on the value of empathy in sales, owning an insurance business, and the impact of helping families achieve the American dream. Most importantly, they discuss remembering your why to avoid burnout.
2024-03-1326 minThe Big Skip Energy PodcastRecruitment Strategies That Balance Company and Talent NeedsToday's show comes full circle. Skip welcomes back his very first guest Steve Barsby, Assistant Athletics Director and Head Tennis Coach at Georgia College and State University, to talk about recruitment across various industries. Steve shares his insights from his 24 years of recruiting athletes, emphasizing the shift towards a more recruit-centered approach and the critical aspect of establishing trust and setting proper expectations during the recruitment process. He and Skip discuss best practices for recruiting, such as being honest, setting clear expectations, focusing on the process rather than solely on outcomes, and broader issues related to company culture and...
2024-03-0726 minThe Big Skip Energy PodcastCuriosity Is a Choice, Adapting Is Not with Jeff BajorekToday's episode is a treat - The one and only Jeff Bajorek, speaker, leader, trainer, coach, and podcast host, returns to the show. He shares insights into his recent projects, including the challenges and rewards of integrating into multiple corporate cultures simultaneously. He tells some personal stories, his dislike for macaroni and cheese due to childhood trauma, to highlight the importance of adaptability and human connection in sales and leadership. He emphasizes the critical role of being part of a company's culture while managing the distractions it can bring, and stresses the significance of understanding the human element in...
2024-02-2834 minThe Big Skip Energy PodcastIngenuity Is The Key In Today's Market with Erica BenvenutoOn today's show,Skip brings back a favorite guest from the past, Erica, who previously appeared on the 'Top Producing Women in Mortgage' episode. Erica shares her experiences of transitioning from a direct lender to a broker, highlighting the benefits she discovered in terms of pricing control and personalized service. She emphasizes the importance of having a solid CRM system and staying consistent in business practices. Erica gives some keys to building strong professional relationships, and how adapting to changes like new social media trends and other technological advancements is integral for longevity and success in the industry.
2024-02-2128 minThe Big Skip Energy PodcastGiving Credit To The Credit Unions and Young Mortgage Professionals with Camryn HintonToday, Camryn Hinton, the Associate Director of Member Relations and Events at ACUMA (American Credit Union Mortgage Association), joins the Big Skip Energy Podcast. She talks about ACUMA's operations, services, and its commitment to educating credit union mortgage professionals. Camryn discusses the recently formed Young Professional Network at ACUMA, which provides educational content and networking opportunities for hopeful upcomers in the finance field.
2024-02-0720 minThe Big Skip Energy PodcastMatt Cox-Mortgage Fraudster and Convicted Felon Shares His StoryToday's show isn't like any other you've heard from Skip and Kayla before. Matt Cox, who was once on the FBI's and Secret Service's Most Wanted list for mortgage fraud joins the show. He shares his story of running a mortgage and development company and engaging in fraudulent activities, how he navigated the system, fixing loans and creating identities which enabled him to defraud banks of millions. After being on the run for three years, he was eventually arrested and served 13 years of a 26-year federal prison sentence. Matt now uses his experience to caution others about the pitfalls...
2024-02-0142 minThe Big Skip Energy PodcastThe Gen Z Whisperer with Raquel BorrasToday Skip and Kayla welcome Raquel Borras, a LinkedIn influencer with almost 30K followers. She shares her journey in the mortgage industry, starting in 2014 and how she has been particularly successful in personal branding and social media, to leverage opportunities. She discusses her youth initiative and the importance of mental health, inspired by her own experiences. Drawing on her mantra of focusing on the positive, she understands the challenges faced by Gen Z and urges empathy, understanding, and mentoring.to make the mortgage industry more vibrant and accessible to the younger generation.
2024-01-2431 minThe Big Skip Energy PodcastReach Your 2024 Goals For Real with Jeb BlountIt’s a BIG show today! Skip and Kayla welcome the one and only Jeb Blount, CEO of Sales Gravy and author of 15 of some of the best sales books on the shelves. Together they discuss the art of selling and the importance of goal setting. They delve into the importance of a balanced approach to various sales techniques, including telephone prospecting and social selling. Jeb emphasizes the need for salespeople to strive for progress not perfection. He talks about the significance of surrounding one's community with value and focusing on the things that truly matter when setting goals to...
2024-01-1744 min
Women Your Mother Warned You AboutThe Side Hustle Juggle with Skip WillcoxToday Gina brings back an old friend, and someone that brings big energy and a down to earth attitude. Skip Willcox, National Sales Manager and Director of Wholesale at Five By Five Funding. He and Gina discuss the tricky territory of managing both a traditional job and a side hustle. Skip shares his experience navigating a significant industry downturn, exiting a division, and finding opportunities amidst uncertainty. His journey includes continuing to grow his side business, while also stepping into a new role as a National Sales Manager. They talk about the synergies between these roles, how he manages...
2024-01-1135 minThe Big Skip Energy PodcastBest of Season 5 Highlight Show!!!Today is a special episode, where Skip and Kayla are brining you a big bite of wisdom from every guest that has been on the show this season. From sales to socials to financials to focus, the guests this season didn’t disappoint. So have a fun listen to seasoned industry leaders and the best and brightest of the new generation of pros. Here from: Ally Carty Larry Levine Laura Brandao Jessica Stokes Drew Kessler Bill Bodner Andrew Martin Brian Vieaux Jordan Nutter Loretta Salzano Brock Cassidy Steven Cooley Ashley Yarabinec Kyle Draper We here at The Big Sk...
2024-01-0311 minThe Big Skip Energy PodcastTalkin’ Bout My Generation and The Future of the Industry with Ashley YarabinecToday Skip and Kayla are joined by Ashley Yarabinec, the Associate Director of Relations at the Mortgage Bankers Association, who also chairs the Residential Impact Networking Group for young professionals in the mortgage real estate finance field. Ashley discusses her career journey, her passion for networking and professional development in the mortgage industry, and the importance of advocacy in shaping the industry's future. She highlights the MBA's role in providing resources and amplifying the voices of its members, the importance of education and understanding the ‘why’ behind industry decisions and offers advice to mortgage lenders on improving their skills and...
2023-12-2829 minThe Big Skip Energy PodcastThe Doctor Is In! Video Marketing Therapy with Kyle DraperSocial media can be an area that many real estate professionals can feel hesitant to dive into. Today, Skip and Kayla are joined by social media expert and self-proclaimed video marketing therapist, Kyle Draper. Kyle recounts his diverse professional journey which finally led to becoming a recognized social media guru. Discussing the common struggles people experience with video marketing, Kyle emphasizes the importance of showing authenticity and relatability rather than constantly selling. He advises listeners to operate from a 'why' of serving others rather than self and discusses his recently launched 'Rethink Everything Bootcamp',
2023-12-1836 minThe Big Skip Energy PodcastMerry Mortgage Week Part 3 of 3 Mortgage Technology - Use It Or Lose It with Steven CooleyToday Skip and Kayla are joined by Steven Cooley, Founder and Owner of Art vs. Math and Mortgage Advisor Tools, He offers insights into the significance of technology in the mortgage sector. He shares how Mortgage Advisor Tools, regarded as the 'CAPTERRA' or the 'Yelp' for mortgage tech, assists lenders, loan officers, and brokers with a comprehensive list of technology services, products, and companies in the industry. The most sought-after tool, according to Steven, is lead generation. Looking at the ever-growing Gen Z demographic, Steven emphasizes the need for lenders to embrace technology.
2023-12-1518 minThe Big Skip Energy PodcastMerry Mortgage Week Part 2 of 3: MBA Reactions and Streamlined Mortgage Transactions with Brock CassidyContinuing our Merry Mortgage Week, Skip is joined by Brock Cassidy, CRO of Newzip. He and Skip talk about the impact of MBA conferences and the amazing networking that is involved at the events. Brock explains the concept behind Newzip, a tech startup aimed at streamlining transactions involving multiple parties in real estate. He highlights the importance of patience, creating strong advocates, and offering clear benefits in tech sales targeted to financial institutions. And Brock is bullish on the mortgage market, predicting a return to normal conditions during 2024.
2023-12-1424 minThe Big Skip Energy PodcastMerry Mortgage Week Part 1! Thank You For Being Compliant with Loretta SalzanoIn this episode of the Big Skip Energy Podcast, Skip and Kayla welcome Loretta Salzano, a Compliance Attorney with a law firm in Atlanta She offers insights into the world of real estate compliance and social media marketing. She discusses her journey and secrets to success, including capitalizing on her legal expertise, harnessing her energetic personality, and building a reputation through word-of-mouth referral. Loretta details the delicate balance between risk-taking and respecting laws and regulations, when engaging in social media marketing and to make sure there is alignment of marketing efforts with the company's compliance rules.
2023-12-1319 minThe Big Skip Energy PodcastLeveraging Social Media Marketing and Homeownership Education with Jordan NutterSkip and Kayla welcome mortgage lender Jordan Nutter to the show. Jordan discusses the vital role of social media in educating individuals about mortgage lending and homeownership. Drawing from her experience as Vice President of NFM Lending's influencer division, she underscores the necessity of clear, accessible information for potential homebuyers. Jordan also shares her unique initiative of traveling around the U.S in a motorhome, providing homeownership education to individuals and real estate professionals directly. Jordan uses social media channels such as YouTube, Instagram, TikTok, and Facebook to cater especially to Gen Z audiences and advocates for the importance...
2023-11-2928 minThe Big Skip Energy PodcastBeat a Tough Market With Branding, Educating and Building Trust with Brian VieauxToday Skip and Kayla welcome Brian Vieaux, the President and Chief Operating Officer of Finlocker, to discuss the role of financial education in the mortgage and real estate sectors. Finlocker's mission is to help consumers understand their housing and mortgage readiness. They talk about the challenges in the industry among originators to provide relevant financial education and content, and emphasizes the need for industry professionals to embrace long-term strategies that include early engagement and education of potential home buyers to build trust and lasting relationships.
2023-11-2022 minThe Big Skip Energy PodcastThe Power of Nurturing Deals From a Top (Sales) Gun with Jessica StokesForget Tom Cruise. Today Skip welcomes Jessica Stokes, Master Trainer and Coach at Sales Gravy. She and Skip discuss Jessica's role and strategies on nurturing deals and leads, her personal story to successful prospecting, and her transition from the air force to a career in sales. Jessica's belief is that regular communication, personal touches, and a passionate approach can increase sales success rates.
2023-11-1329 minThe Big Skip Energy PodcastCrushing The Imposter Syndrome, and Selling Like a Human with Drew KesslerToday Skip welcomes Drew Kessler. They discuss Drew's transition into her role as SVP of Sales at Genesys Technology Group, involving sales tactics, overcoming imposter syndrome, and advice for young individuals entering the banking or fintech sector. Then followed by some fun discussion on Drew’s fantasy football league.
2023-11-0628 minThe Big Skip Energy PodcastShould You Stay or Should You Go? Current Market Analysis with Bill BodnerToday Skip and Kayla welcome Bill Bodner, Chief Revenue Officer of Tabrasa and the Chief Market Analyst for thier Mortgage Market Guide They get into the current state of the mortgage market, interest rates, and the impact of the Federal Reserve's policies. They also touch on the challenges faced by loan officers in the industry, the importance of education and staying informed, and potential future trends in the market.
2023-10-3021 minThe Big Skip Energy PodcastUnbiased Financial Planning for Everyone Is a Reality with Andrew MartinToday Skip welcomes a guest that is a little different than usual, but his expertise and knowledge of making the most of your money is something that every listener will appreciate. Andrew Martin, founder of Atlas Financial Strategies, a fee-based financial and business planning firm, aims to democratize financial advice, making it accessible to those without substantial wealth. He and Skip also touch on the significance of having a reliable referral network when seeking professional services, such as CPAs and attorneys. (oh, and real estate professionals!) Find more about Andrew and Atlas Financial Strategies
2023-10-2431 minThe Big Skip Energy PodcastSay Yes Everyday and Embrace Opportunity with Laura BrandaoOn today’s show, Skip welcomes Laura Brandao, CSO & Partner at EPM & CEO Lighthouse Advisors. She shares her story and path in the mortgage industry and her passion for helping families through their homeownership journey and discusses her transition in launching Lighthouse Advisors, a venture aimed at providing services across the mortgage industry. She and Skip then shift to strategies for success, focusing on the value of persistence and consistency. Laura highlights the significance of building relationships, not just for immediate business but as seeds for future opportunities. She also talks about the power of saying "yes" to opportunities, de...
2023-10-1628 minThe Big Skip Energy PodcastTrashing Transactional Sales with Larry LevineBig show today, with a big guest. Skip and Kayla welcome the one and only Larry Levine, Best-selling author, coach, trainer, podcaster, the list goes on. The show starts with Larry telling his story of starting in sales and how he slogged through decades of selling copiers, but at 50 years old found himself at a juncture where he had to change course. Through the support of his wife and good friend, he began coaching and training salespeople on what made him successful. But what brought him success wasn’t something that most salespeople had been exposed to before. Before sa...
2023-10-0936 minThe Big Skip Energy PodcastBringing The Value of Ownership to GenZer’s with Ally Carty!Bringing The Value of Ownership to GenZer’s Welcome back to season 4 of The Big Skip Energy Podcast! Today Skip and Kayla welcome Ally Carty of ActiveComply, who shares her journey and vision for bridging generational gaps. From her initial reluctance to embrace the mortgage world to becoming an active voice to Gen Zer’s. She discusses the importance of social media in connecting with younger generations and demystifies the hurdles faced by industry professionals and offers practical advice on simplifying social media content. She highlights the mortgage industry's role in creating generational wealth and empha...
2023-10-0239 minThe Big Skip Energy PodcastSelling Tech Isn't like Selling a McFlurry...Or Is it? Selling with Alayna GardnerJoin Skip and he discusses HousingWire Rising Star Alayna Gardner as they discuss a myriad of topics including succeeding as a vendor in the tech space, sales leadership in a team setting and more!
2023-08-3139 minThe Big Skip Energy PodcastSteve Richman is Back..and Better Than Ever!Join Skip as he discusses the mortgage industry with Steve and some practical advise for those wanting to dominate the rest of 2023!
2023-08-0727 minThe Big Skip Energy PodcastAmy Reczek-Bringing the Power to SellingAmy, founder of Sales and Presence, Inc., joins Skip to discuss the use of power skills and language to show how soft skills really make hard dollars! Amy is an awesome speaker and trainer and we had a great conversation!
2023-07-2031 minThe Big Skip Energy PodcastXoutstanding Xelling with Xandy WhitmanJoin Skip as he talks with Xandy Whitman, an expert in STEM education and education sales. They talk selling in a niche market, navigating a long sales process with multiple stakeholders and succeeding as a woman.
2023-06-2625 minThe Big Skip Energy PodcastCommunity Banking with John, Richy and NeilRecorded from the 2023 Community Bankers of Georgia Annual Conference and Trade Show, Skip talks community banking in this mini-podcast with CBA President/CEO John McNair, Outgoing CBA Chair and President/CEO of Bank of Wrightsville Richy Everly and Incoming CBA Chair and President/CEO of Oconee State Bank Neil Stevens. Together, they share the mission of CBA and why community banking matters to people in general.
2023-06-1618 minThe Big Skip Energy PodcastCreating Superfans with Brittany HodakSkip and Kayla have an awesome conversation with Brittany Hodak, author of Creating Superfans: How to Turn Your Customers Into Lifelong Advocates. They discuss what it means, how to do it and how Superfans grow your business!
2023-06-0552 minWomen Your Mother Warned You AboutSelling In Your Customer's Language with Skip WillcoxToday Gina welcomes a friend and insanely likeable guy, Skip Willcox, Vice President and Account Executive, Podcaster, Sales and Business Development Coach, Trainer, and Keynote Speaker. Just hearing the first few words from Skip you will just want to happily listen to what he has to say. He and Gina dig into a raft of topics such as, don't make assumptions about what the client knows, how relationship beats price, rebuffing pathetic lenders, deep dives into current and future mortgage lending world, discovery, overcoming challenges, death by magic pill, how to adjust in the face of a...
2023-05-2552 minThe Big Skip Energy PodcastGetting One Up On Your Competition with Anthony IannarinoAnthony shares some great info about AI, getting one up on your competitors and more!
2023-05-2245 minThe Big Skip Energy PodcastInfluential Women in Mortgage/Real Estate, FINALE with Amanda HurdJoin Skip as he discusses what it takes to earn the business of a top producing realtor. Amanda also shares her story and how she ended up being a rockstar in the real estate industry in FL and the southeast!
2023-05-1526 minThe Big Skip Energy PodcastInfluential Women in Mortgage/Real Estate, Part 2, Stephanie CohenThe title queen of the west joins us today to share her experiences and give some really great insight and advice to other women looking to succeed in this industry. Join me and Kayla for this fun interview with Stephanie!
2023-05-0837 minThe Big Skip Energy PodcastInfluential Women in Mortgage/Real Estate, Part 1, Jamie CavanaughJoin Kayla and me as we talk mortgage with Jamie Cavanaugh. The president of Amerifund shares her experience in mortgage and gives advice to those women looking to enter the industry.
2023-04-2835 minThe Big Skip Energy PodcastAll the Things with Gina TrimarcoSales expert Gina Trimarco joins Skip to discuss planning, coaching, and all the interesting things about her.
2023-04-2043 minThe Big Skip Energy PodcastPicking Through the Essentials of Sales with Rick McKinleyMortgage veteran Rick McKinley joins the show to discuss the importance of establishing your sales approach, emphasizing discovery and determining who to target in sales. Great content to wrap up Season 2!
2023-03-2825 minThe Big Skip Energy PodcastMaking Gains on Discovery with Lee SalzAn often-overlooked part of the modern sales process, discovery sets every sale on the right path from the beginning. Listen to Lee break that down along with some of the Sales Differentiation topics that he is best known for and prepare to take notes!
2023-02-1740 minThe Big Skip Energy PodcastVictor Antonio-Crushing Goals and Living the Sales DreamIn this episode, renowned sales trainer and quota-crusher, Victor Antonio, hits on several topics from personal finance in sales to the art of the cross-sell. Any time Victor talks, we should listen. Enjoy his energy and enthusiasm!
2023-02-0648 minThe Big Skip Energy PodcastAll About Recruiting in Today's MarketWhether you're a candidate, hiring manager, or recruiter, knowing how to handle the tasks of the hiring process can be tough. Combined with today's economy, the job can seem almost daunting. Enter the international recruiting expert, Susanna Gray-Jones! She discusses strategies from every angle of recruiting to help you better navigate the tumultuous waters of the job market.
2023-01-2544 min
The Insight Interviews - Powered by Rewire143 Skip Willcox - A Willingness to ExamineAbout Skip Willcox: Skip has been in the mortgage business since graduating from the University of Georgia almost 20 years ago. Skip continues to enjoy success as an Account Executive for Crescent Mortgage, Founder and Host of The Big Skip Energy Podcast, and Owner of Kairos Sales Group, a sales and business development coaching/training company. When not working, Skip enjoys sports and spending time with his family. In this episode, Steve and Skip discuss:The secret to success Always strive to grow Adaptability and clarity Being an active listenerKey...
2023-01-1332 minThe Big Skip Energy PodcastAsk Crappy Questions...Get Crappy AnswersRenowned sales expert and trainer Tony Morris joins Skip from London to discuss why asking the right questions matters and shares frameworks to help you ask them.
2022-12-0233 minThe Big Skip Energy PodcastCan I get an Amen?! Donald C. Kelly, The Sales EvangelistSales trainer and expert Donald C. Kelly joins Skip and discusses a multitude of topics including why winging it is stupid and why a failure to cross-sell is a disservice to your customers.
2022-11-2147 minThe Big Skip Energy PodcastDoes This Episode Make Sense? Talks with James MuirJames Muir, best-selling author of "The Perfect Close", joins Skip and guest host Kayla Kallander as the conversation takes an unexpected, but very informative, turn! James talks about new selling techniques and strategies from his book. B2B sellers, regardless of industry, need to give this one a listen. Mortgage folks...tune in and take notes!
2022-11-0949 minThe Big Skip Energy PodcastLarry Levine: Why Do Sales Pros and Mortgage Originators Swing and Miss?Larry Levine, author of Selling from the Heart and host of the Selling from the Heart Podcast, joins Skip to discuss what's missing from today's sales force, particularly mortgage originators, and why they struggle. The solution isn't rocket science and Larry spells it out for you!
2022-10-2650 minThe Big Skip Energy PodcastJeff Bajorek-Selling and Sales Management When Things Go SidewaysSales leader Jeff Bajorek joins Skip to discuss several topics including selling during rough times, effective sales management during those times, podcasting and more! This is a don't miss for mortgage and sales professionals alike.
2022-10-1737 minThe Big Skip Energy PodcastRising Like A Phoenix-Stephanie Stuckey Shares Her TaleTo kick off season 2, I am joined by Stephanie Stuckey, CEO of Stuckeys Corporation. Stephanie shares her story of an unlikely business owner and rebuilding the family brand that she holds so dear. This episode is a must for people looking to reinvent, rebrand, build on what's really important, and sell with story.
2022-10-0535 minThe Big Skip Energy PodcastSeason 1 Recap and Skip Gets Interviewed!In the first season recap, Kayla Kallander returns (former guest on Top Producing Women in Mortgage) but this time to interview Skip. Together, they recap Season 1 and Skip shares personal motivations, takeaways, and more. Don't miss this as a bridge to Season 2!
2022-09-0927 minThe Big Skip Energy PodcastSteve Richman on Selling in the Crazy World Today and More!Steve Richman joins Skip today. Steve is a nationally recognized presenter, consultant, speaker, trainer and motivator. He has expertise in sales, marketing, account management and development, social media, negotiations and communications with recent concentration in the mortgage and real estate industries. Steve averages 150 presentations a year and has presented in every state in the United States!Today, Steve talks the business world post-COVID, shares his insights into today's sales environment, employment, and more.
2022-06-0647 minThe Big Skip Energy PodcastThriving During Uncertain Times with Meridith Elliott PowellMeridith Elliott Powell discusses the concepts in her book "Thrive". "Everything about today’s marketplace is different – your customers, competition, technology, and employees. In a world that has changed so drastically, doesn’t it make sense that you need a new approach to how you sell, how you lead, how you grow your organization?" -MEP
2022-05-1923 minThe Big Skip Energy PodcastGo for No with Andrea WaltzAndrea Waltz is the creator and disciple of the "Go for No" strategy in business and life. She shares what the concept entails, how to practice it and how to handle the challenges of implementing the philosophy.
2022-05-0938 minThe Big Skip Energy PodcastCorporate Culture: Giving Meaning to a Business Cliché with Spence MullisPresident and CEO of Morris Bank joins me for a discussion on how a topic we take for granted really has an impact when you assign meaning to it, hold people accountable and in Spence's words, "live, eat and breathe it 24/7". Spence dives into his invention, Code B.L.U.E., and what it meant for his organization's culture.
2022-04-2830 minThe Big Skip Energy PodcastRoxxy Brown, The Branding QueenTangent Group International CEO Roxxy Brown joins me to discuss branding, social selling, business development and more. We also take her LinkedIn followers' questions. Plus, she makes a major announcement!!!
2022-04-1940 minThe Big Skip Energy PodcastDifficult Conversations and How to Have ThemEver tried to talk to an employee or supervisor and the conversation goes sideways quickly? Everyone gets defensive and nothing productive comes out it, right? Well, David Rust is going to talk about a better way to approach difficult conversations so that understanding and respect become the name of the game instead of resentment and animosity.
2022-04-1127 minThe Big Skip Energy PodcastThe Girl Banker! Natalie BartholomewNatalie Bartholomew, aka The Girl Banker, is going to share her efforts advocating for women in banking. Her story is a fascinating one and she is extremely entertaining on top of being a well-respected banker, speaker and champion for diversity in the industry.
2022-03-3139 minThe Big Skip Energy PodcastTop Producing Women in the Mortgage World, Part IIIn this second installment, Skip Willcox interviews three new top producing originators who share their experiences and keys to success. As they share their stories, you'll learn sales and business generation tips than transcend industries!
2022-03-2141 minThe Big Skip Energy PodcastTop Producing Women in the Mortgage World, Part IIn this first installment of a two-part series, Skip Willcox interviews three top women originators from around the country. Each sharing their own experiences and habits that place them among the best in the industry, this is a must-listen for not only mortgage professionals, but sales people as a whole!
2022-03-1041 min
The Big Skip Energy PodcastThe Pilot Episode-Sports Recruiting and SalesIn the pilot episode of The Big Skip Energy Podcast, Skip Willcox welcomes Steve Barsby to the mic to talk about the world of collegiate athlete recruiting and discusses how those practices relate to the sales world. If you're a sales professional, recruiter or don't consider yourself to be in sales (even though you are, because everyone is), then this episode will get your wheels turning and have you examining your own sales strategies. Be sure to Like, Subscribe, and Review! You can also reach out to me at skip@bigskipenergy.com with feedback, episode suggestions, appearance in...
2022-02-2831 min